To provide participants with elements of structure and process to increase their likelihood of success when negotiating. The course covers planning, bargaining, trading-off, and the nine basic negotiation tactics. Practice is provided through case study and role play. Techniques employed in this course are derived from Dr. Marvin Gottlieb and Dr. William J. Healy’s book, Making Deals: The Business of Negotiating.

Audience: Managers and Supervisors, Sales, Marketing, Technical, and other staff who negotiate with clients or vendors.

Objectives

• Understand the various types of negotiation.
• Distinguish between "must haves" and "want to haves."
• Developing an effective strategy before negotiating.
• Maintaining the total value of the deal.
• How to handle tactics.

Topics

• Defining the Types of Negotiation
• Developing a Negotiating Plan
• The "Rheostat Principle"
• The Nine Basic Negotiation Tactics and How to Handle Them
• The Twelve Principles of Negotiation

Related Materials

• Book: Making Deals: The Business of Negotiating, by Marvin Gottlieb and William J. Healy (2^nd Ed., 1998).
• Book: Getting Things Done in Today’s Organizations: Organizational Downsizing and the Commitment Gap, by Marvin Gottlieb, PhD (1999).
• Book: Interview, by Marvin Gottlieb, PhD (2^nd Ed., 1998).

Programs | Customization